#150 – GST XIX: How effectively mapping relationships is central to growing revenue within your key accounts w/ Dr Ryan O’Sullivan

This week on The Sales Transformation Podcast we have Dr Ryan O’Sullivan’s talk from Global Sales Transformation XIX – his second time speaking at a GST event!  Ryan, Global Account Manager at Introhive, explains how he came to be interested in the subject of relationship mapping, which eventually led to writing his new book: Building B2B Relationships. Understanding the full network of relationships in both your and a client’s organisations, he argues, can lead to exponential revenue growth via discovering new ways to multi-thread different service lines.  If you’d like to hear more from Ryan, he will be joining NTT’s Julia Munn and our own Dr Phil Squire for a free webinar at 16:00 GMT on 13th February. Sign up below: https://us02web.zoom.us/webinar/register/2317382540925/WN_Eq8wVcBbRDu8atp_iJrG2w   Highlights include:  [00:43] – A rude awakening to neglecting relationships with senior management [04:21] – The key stats behind the importance of existing relationships [22:15] – Outperform your competitors with multi-threading  NOTE: This talk contains visual elements. You can watch over on our YouTube channel for the full experience! https://youtu.be/BlJe6Kt7xR4  Ryan’s book, Building B2B Relationships: How to Identify, Map and Develop Key Relationships to Win More Business, is available to buy on Amazon.  Connect with Philip Squire on LinkedIn Connect with Ryan O'Sullivan on LinkedIn   Join the discussion in our Sales Transformation Forum group.  Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.